Key Account Manager - Modern Trade/Institutional Sales - FMCG

Location: Gurugram, Haryana

Experience: 5+ Years in Modern Trade or Institutional Sales (FMCG sector)

Qualification: Any Graduate (MBA/PGDM preferred)

Industry: FMCG / Consumer Goods / Retail / Institutional Sales

Employment Type: Full-Time

About the Role:

We are looking for an experienced and dynamic Sales Professional (MT/Institutional Sales) to join our FMCG sales team in Gurugram. The ideal candidate should possess a strong background in managing large format retail chains, modern trade accounts, and institutional clients, with a clear understanding of sales operations, account planning, and revenue growth strategies.

This role is pivotal to driving visibility, volume, and profitability through key modern trade and institutional channels.

Key Responsibilities:

Modern Trade & Institutional Account Management:

- Handle national and regional chains, ensuring alignment with trade marketing and category plans.

- Ensure order generation, timely deliveries, and execution of promotional activities.

Sales Planning & Execution:

- Develop and implement business plans for key accounts to achieve monthly, quarterly, and annual targets.

- Monitor secondary sales and ensure stock availability at store levels.

- Coordinate with supply chain and distribution partners for smooth execution of plans.
Negotiations & Business Development:

- Lead annual business negotiations including TOTs (Terms of Trade), visibility agreements, and promotional calendars.

- Identify and onboard new institutional clients and modern trade partners.

- Maximize return on investment (ROI) from key accounts through joint business planning.

Promotions & Visibility:

- Plan and execute brand activations, visibility drives, and promotions tailored to key account strategies.

- Work closely with the marketing team to deploy in-store branding, sampling, and BTL (Below The Line) activities.

Data Analysis & Reporting:

- Analyse sales data, consumer trends, and competitor activity to identify growth opportunities.

- Prepare sales reports, forecast projections, and category performance reviews.

- Track KPIs such as fill rates, sales contribution per account, and ROI on activations.

Key Requirements:

- Minimum 5 years of experience in FMCG Modern Trade or Institutional Sales.

- Proven experience handling key accounts at national/regional level.

- Strong commercial acumen with hands-on experience in negotiations and customer engagement.

- Excellent communication, presentation, and interpersonal skills.

- Familiar with modern trade operational metrics like TOT, planograms, and sell through strategies.

- Proficient in MS Excel, PowerPoint, and working knowledge of ERP/CRM systems.

- Ability to travel for business development and account management as required.

Educational Qualifications:

- Graduate in any stream (mandatory).

- MBA/PGDM in Sales, Marketing, or Business Management is preferred.